About the Role
Celonis is the trusted platform to industrialize Enterprise AI. At its core is the Celonis Context Model — which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can actually understand, turning AI's operational blind spots into operational clarity. World's leading companies trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes.
You will join a high-performing sales team within the DACH sales organization, responsible for driving growth within large global enterprises from the Transportation & Logistics industry, including rail, ocean shipping and contract logistics. Transportation & Logistics is one of Celonis' strategic industries, where the company helps global leaders optimize their end-to-end processes, increase operational efficiency through the Process Intelligence platform, and provide the contextual layer to industrialize Enterprise AI.
Applying a value-driven consultative sales approach, you will create and cultivate strategic relationships to drive sales cycles from deep discovery to value realization. You will be responsible for a selected portfolio of strategic accounts from the Transportation & Logistics industry in the DACH region, generating new business opportunities with existing customers. Navigating complex organizations up to the C-suite, you will collaborate cross-functionally to understand your accounts' needs and systematically drive the end-to-end sales cycle to a successful close.
Responsibilities
•Manage your accounts from an existing customer perspective; land-and-expand is the typical model.
•Engage across lines of business, at C-level and below.
•Drive Celonis Process Intelligence sales motions across the logistics value chain and translate customer challenges into compelling, AI-enabled use cases with measurable impact.
•Hold an individual revenue target for closing six- to seven-figure deals within your accounts.
•Navigate complex procurement and tender processes.
•Engage closely with partners, e.g. consulting firms and SaaS vendors.
•Drive complex sales cycles by orchestrating virtual teams: business development representatives, marketing managers, partner managers, value engineers, sales engineers / pre-sales, customer success managers, professional services and implementation partners.
Requirements
•8+ years of relevant experience in either one, or ideally both, of the following domains:
•Management / AI Consulting: experience in a consultancy, ideally in a transportation, logistics or travel practice, with direct responsibility for client relationships and business development, including your own sales target and sourcing new projects.
•Enterprise Software Sales: a proven track record of applying a consultative sales approach to sell complex, strategic business solutions to large enterprise accounts with full account ownership, ideally at a hyperscaler or leading SaaS company.
•A proven track record of commitment, long tenure and successful career progression with your previous companies.
•Strong business acumen and a deep understanding of how transportation and logistics companies operate, with familiarity with their core processes and KPIs, particularly within Supply Chain and Finance.
•Familiarity with the different industry players (3PL, contract logistics, freight forwarding, rail) and experience addressing their key challenges: supply chain volatility and resilience, cost pressure (e.g. from manual document handling such as customs and air waybills), and punctuality.
•Proven ability to build trusted relationships with senior Business and IT stakeholders and engage effectively at the C-level (CEO, CFO, CIO, COO, Head of Operations).
•Experience with complex tender processes is a strong plus.
•Grit, a hands-on mindset, and strong discovery and sales process leadership.
•Fluency in German and English, with exceptional communication and presentation skills.
•Ability to adapt to a fast-moving, high-growth environment and approach challenges with positivity, creative thinking and a growth mindset.
•Willingness to be collaborative and inclusive, to embrace diversity, and strong interpersonal skills.
•Ability to leverage internal resources and work as a team.
What Celonis Offers
•Pioneer Innovation: work with the global leader in Process Mining and the Process Intelligence Graph to shape the future of AI-driven business operations.
•Ownership from Day 1: every full-time "Celonaut" is an owner, receiving Restricted Stock Units (RSUs) and merit-based refresh grants.
•Unrivaled Family Support: inclusive parental leave policy — 24 weeks of fully paid leave for primary carers and 12 weeks for supporting carers, available from your first day of employment.
•Work-Life Integration: Unlimited PTO (in applicable regions) and generous PTO globally, as well as a flexible hybrid work model that balances remote focus with vibrant office collaboration.
•Continuous Growth: 70-20-10 learning framework, mentorship programs, and access to a dedicated learning platform.
•Holistic Well-being: subsidized Wellhub memberships, mental health counseling, and dedicated "Wellness Weeks".
•Drive Sustainability: annual Impact Days, paid time off to volunteer for community and environmental causes.
•Global Inclusion & Belonging: Inclusion Think Tank and annual Inclusion Days.
•Value-Driven Impact: a mission-led organization with core values — Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future.
About Celonis
Celonis is the trusted platform to industrialize Enterprise AI, empowering organizations to analyze, design, and operate AI-driven processes. The Celonis Platform is powered by the Celonis Context Model, which combines process data, business knowledge, and intelligence to create a living digital twin of the enterprise that AI can understand — turning AI's operational blind spots into operational clarity. Industry-leading companies around the world trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. Celonis is headquartered in Munich, Germany, and New York City, USA, with more than 20 offices worldwide.
